Month : September 2016

Make every moment count To really crush it in sales, whether to close out the year on a high note or to consistently perform at your highest level every day, you have to make every moment count. The following is from Ernest Hemingway's classic book "For Whom The Bell Tolls:" “Today is only one day in all the days that will ever be. But what will happen in all the other days that ever come can depend on what you do today.” I like to modify that to say “But what will happen in all other moments that ever come…

Watch more videos on The Secrets and Tips of Field Sales on YouTube here! How you dress when you walk through the door of a sales meeting is one of the first things a prospect notices about you. It shapes their perception of you and, ultimately, it shapes their opinion of the product or service that you're selling. However, most salesmen are not confident that they're getting the details right with the way in which they present themselves.

Previous in this series: How to Break Into Medical Device Sales Dentists are tough prospects — they just don’t have the time to meet with sales reps between appointments. Your dentist has a tooth extraction, crown insertion, and cleaning to get done before lunch. He’s booked solid. But if you’re not meeting with dentists, then you’re not selling. As a dental rep, you need to be creative to get in front of your prospects. Each stage of the sales cycle is unique when it comes to dental sales. You have to initiate contact, qualify the lead, and present your offer all…

“How important is leadership in sales?” We all are gripped by this question every now and then.  There’s a ton of advice out there saying something like - “It depends on the company.” Well, that’s… not very helpful, is it? But one thing is obvious, when you hear people saying this, you’ll probably start thinking that only huge companies need leaders. But let me dispel this myth for once and all. Leadership doesn’t and shouldn’t be based on the company or brand - it depends on YOU and the team! People tend to overlook the impact an effective leader can…